Nationwide Government Sales Specialist – High Value Accounts

Thomson Reuters • Eagan, MN

1d • Remote

About The Position

This is a quota-carrying, outbound-focused sales role for motivated, results-driven professionals with a background in government sales or enterprise technology. The specialist will own a national book of high-value accounts, driving business by prospecting and selling directly into the nation's highest-value government accounts, including state and large local agencies, departments, and executive offices. The role involves bringing Thomson Reuters' industry-recognized cloud solutions, such as the AI-powered investigative and research platform CLEAR, to government agencies. The position offers a competitive base salary, variable compensation tied to success, an extraordinary benefits package, and extensive career growth opportunities. The role is remote-based with nationwide account coverage and requires the candidate to be based in the US.

Requirements

• Bachelor's degree preferred, or equivalent work experience in lieu of a degree.
• Demonstrated experience in a quota-carrying sales role, with a track record of meeting or exceeding targets — government, enterprise SaaS, or large/strategic account sales strongly preferred.
• Experience running or contributing to complex, multi-stakeholder pursuits — coordinating pursuit teams across sales, solution consulting, legal, pricing, and executive sponsors to win large, long-cycle deals.
• A track record of developing and closing $500K - $1M opportunities — building deals from initial qualification through business case, pricing strategy, and executive approval.
• Solid familiarity with government structures at the state and major local levels, including agencies, departments, cabinet offices, executive staff, and legislative bodies.
• Working understanding of government procurement processes, including state and local RFP requirements, cooperative purchasing agreements, procurement laws, and fiscal year budget cycles.
• Knowledge of government policy priorities and challenges (e.g., public safety, economic development, healthcare, justice operations) is a strong plus.
• Excellent verbal and written communication skills, with the ability to tailor messaging for senior government and agency audiences.
• Strong interpersonal and relationship-building skills; ability to quickly establish credibility and trust with government executives and agency leadership at all levels.
• Active listening skills to identify an agency's operational needs and challenges, and connect them to the right Thomson Reuters solutions.
• Proficiency in Salesforce or comparable CRM platforms.
• Familiarity with social selling platforms (e.g., LinkedIn) and AI-powered sales tools.
• Commitment to a schedule that aligns with government working hours across US time zones and procurement timelines.
• Willingness and ability to travel nationwide as required by account and business needs.
• Motivated, competitive, and self-directed with a positive, team-oriented attitude.

Nice To Haves

• Familiarity with Thomson Reuters CLEAR or comparable investigative, legal research, or intelligence platforms is a plus — but not required.

Responsibilities

• Be a proactive, account-owning seller responsible for generating pipeline, advancing opportunities, and driving revenue across an assigned portfolio of high-value government accounts nationwide.
• Prospect into state and major local agencies, departments, executive offices, and cabinet-level organizations across the country, building relationships and connecting decision-makers with Thomson Reuters solutions.
• Own and exceed the quota for assigned high-value accounts and monthly/annual sales targets, maintaining consistent performance at or above 100% of YTD goals.
• Drive proactive outbound prospecting and pipeline generation through phone, email, social media, and in-person engagement, with a focus on senior decision-makers at the largest government accounts nationwide.
• Independently generate, qualify, and advance opportunities within assigned high-value accounts, from initial outreach through to close or handoff in collaboration with Account Executives.
• Support Account Executives on active high-value pursuits when brought in, contributing knowledge of Thomson Reuters solutions and the government market.
• Build and develop trusted relationships with state and major local agencies, departments, executive offices, and multi-jurisdictional organizations.
• Demonstrate a solid understanding of how government procurement works at scale, including state and local RFPs, cooperative purchasing agreements, procurement regulations, and fiscal year budget cycles.
• Travel nationwide as required to attend prospect meetings, agency visits, industry events, and conferences.
• Conduct ongoing market analysis of the government technology landscape nationwide, leveraging competitor insights, policy trends, legislative developments, and customer feedback.
• Accurately and promptly log all activities, customer contacts, and pipeline updates in Salesforce.
• Actively engage in coaching and collaboration, sharing market intelligence and best practices with teammates and sales leadership.
• Consistently live the Thomson Reuters culture and values.

Benefits

• Flexibility & Work-Life Balance: Flex My Way supportive workplace policies, work from anywhere for up to 8 weeks per year.
• Career Development and Growth: Continuous learning and skill development, Grow My Way programming, skills-first approach.
• Industry Competitive Benefits: Comprehensive benefit plans including flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
• Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance.
• Social Impact: Two paid volunteer days off annually, opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
• Market competitive health, dental, vision, disability, and life insurance programs.
• Competitive 401k plan with company match.
• Competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave.
• Optional hospital, accident and sickness insurance paid 100% by the employee.
• Optional life and AD&D insurance paid 100% by the employee.
• Flexible Spending and Health Savings Accounts.
• Fitness reimbursement.
• Access to Employee Assistance Program.
• Group Legal Identity Theft Protection benefit paid 100% by employee.
• Access to 529 Plan.
• Commuter benefits.
• Adoption & Surrogacy Assistance.
• Tuition Reimbursement.
• Access to Employee Stock Purchase Plan.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior